Whale Hunting debuted as a business development model for small and midsize B2B companies in 2006. I co-authored the definitive guide in 2008 with Whale…
In my continuing series on rehearsing for team sales presentations, today's post is about preparing for the tough questions. Sometimes you are tempted just to…
Today's post is a bi-weekly article delivered via the free Whale Hunters Wisdom newsletter. If you're not already a subscriber, I invite you to sign up--just…
If you have what Strategic Coach Dan Sullivan calls a "Unique Process," you are way ahead of your competition in differentiation. Your brand promise IS that…
A new report from CSO Insights is their 2013 Sales Performance Optimization -- Sales Execution Analysis. This research study--19th in CSO's series--looked at more than…
I have several clients whose products and services are demonstrably better than those of their competitors, based on independently verifiable measures. Nevertheless, these clients do…